Have you ever asked an open-ended questions and your prospects gave you a really short, non-detailed answer? Some of you don’t know where to go or even keep the conversation going to end up with exposing your opportunity. Well there is a really simple way to keep the conversation going so you end up talking about your opportunity….
As you notice, there are different types of people you encounter.
There are those that are real talkative, and there are those that aren’t so talkative at all.
Is there something wrong with those that aren’t so talkative? No, not at all. Is there a way to get them to talking? Absolutely!
In one of my previous blogs entitled How To Get Prospects To Elaborate I talked about asking open ended question to get more of a detailed answer.
This works on people that love to talk, but what about those that don’t? If you were to ask them an open ended question, they usually give you a really short, direct answer. When this happens the conversation either stops which can be awkward or you start to talk too much.
But one thing is that it can get really frustrating when you’re asking a lot of open-ended questions but yet you get a short, monotone answer.
So what can you do about this?
You can use BRIDGING.
Bridging is a technique used to keep the conversation flowing. You want to bridge the gap in the silence so that you don’t have to keep open-ended question, sounding like your prospect is under investigation.
But the most important thing about Bridging is that you keep the conversation and attention on your prospect. Using words or short phrases will get them to elaborate even further. Here are some examples of words and phrases used for bridging:
As you probably already know, if you can get to the emotions of your prospects, then you have a better chance in making the sale. Coming from a couple of questions from of the previous blog post 5 Great Questions To Ask Your Prospects, lets see how bridging is put into action:
You: What is your number one priority?
Prospect: Financial Freedom
You: Why did you pick that one?
Prospect: So I can have all the money to do what I want
Prospect: So I can live more comfortable and have more Time Freedom
You: Comfortable and time freedom as in..?
Prospect: As in living a stress free life, not worrying about my bills so I can go do what I
love such as snowing boarding, playing music, and traveling.
You: Why is that important to you?
Prospect: Because I won’t feel like I’m living in a cage and bitter about how I wanted
my life to be….
As you can see, using bridging can help you and your prospect get deeper and deeper into what they really want and why. Once you figure out their why, this will be the fuel to really keep them going in their home business.
Now It’s Your Turn!
Have you ran into people that weren’t so talkative? How did you get them to talk? Have you used the bridging strategy mentioned here? If you’re not talkative, how have people in the past get you to talk? Please comment below and share with your friends by clicking the share buttons on the left side or below. I look forward to reading your comments!
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